Janine Quijuje: Fundraising skills are key in your job search
By Janine Quijije
As a seasoned fundraising professional with more than 15 years of experience in designing and implementing effective development strategies, I credit having a strong development plan with my success in growing overall revenue from year to year, across campaigns and revenue streams and at different organizations. I have been invited to speak with nonprofit development leaders formally and informally, in thinking strategically in how to build their own development plans. In February of 2020 I was featured in the Chronicles of Philanthropy article entitled “Tips for Crafting an Annual Fundraising Plan That Delivers”. I have also served as a panelist at the 2019 Fundraising Day in NYC on the topic “Making A Development Plan Worthwhile.”
I recently became part of the growing number of individuals laid off as a result of the pandemic. What I didn’t realize was that the skills I developed as a professional fundraiser would be critical in my own job search. I decided to approach my job search as I would approach my work in designing and executing a successful Development/Fundraising Plan.
Key components to building a development plan
Executive summary
This is an overview of your focus areas with a historical synopsis of past efforts. This summary also helps to synthesize your vision to non-development staff and board members.Goal
It is critical to set clear goals. This will help you be intentional in your action steps. It’s also important to consider trends in philanthropy as you set your goal(s).Action steps
The steps you will take to achieve your goal need to be extremely clear and intentional. A strong moves management tool will support in staging your fundraising efforts in moving donors through the phases of cultivating, solicitation and stewardship. Some action steps may include the following:Identify prospects: Determine who is the audience you are trying to reach. This can include different types of donors across revenue streams.
Build a strong Marketing & Communication plan: it’s important to have strong donor-centric materials and messaging tailored to different audiences.
Incorporate a timeline with benchmarks: working off of a timeline with benchmarks helps to celebrate progress along the way but also allows for room to tweak your efforts as needed.
Metrics
Successful fundraising plans have measurable outcomes. Collecting and analyzing data of your efforts will help you foster a better understanding of what is working and what is not.I incorporated this same framework in my building my Job Search Plan which I’ve fleshed out below. I am sharing it with the hope that it may serve as a guide for other job seekers.
My Job Search Plan
My Executive Summary
Through my lived experience as a Fundraiser of Color, I have navigated through a culture of racial biases where senior staff members do not resemble the communities that are being served. While conversations of the Nonprofit Leadership Gap are not new, they have re-surfaced during a time where our nation is grappling with how we can dismantle a white supremacy culture while fostering more equity for all. While my passion in the mission of an organization will continue to be on the forefront of my work, it is now equally important for me to work in an environment where racial equity is embedded within the core of the organization's mission and workplace.
My Goal
Secure a senior fundraising role at an nonprofit organization that promotes racial equity in the communities it serves and with a strong commitment to incorporating anti-racist practices within its workplace culture.
My Action Steps
Identify prospects: Who is the audience I am trying to reach? Compile a list of your job search “prospects” which will likely be Executive Search Firms and/or the actual Company.
Build a strong marketing & communication plan: As a job seeker, you need to strengthen your professional brand. A few things to consider include:
Resume: Make sure your resume has strong and measurable outcomes.
Elevator Pitch: if it’s been a while since you were a job seeker, refine your pitch and be sure to practice saying it out loud. Consider activating someone in your cabinet to offer candid feedback to help you strengthen your elevator pitch. You should also consider an honest and thoughtful response to how you would pivot your skills to fundraise during our current climate. For instance, if you were responsible for leading fundraising events, how will this experience be relevant when all live events are canceled.
Toolkit: as you advance in your job search, you may be asked for writing samples, references and other items. Compile a toolkit for yourself where you gather all these items in advance to streamline the process for yourself.
Incorporate a timeline with benchmarks: While the goal is to secure a senior fundraising role, how am I quantifying my efforts? Your job search moves management tool will support you in staging out your efforts. Below are a few benchmarks to consider:
Week One
Compile list of Executive Search Firms you are interested in working with.
Set push alerts for LinkedIn and other job search engines using key words for roles that are aligned with your background.
Spruce up your professional brand as outlined in the “Marketing & Communications” section.
Compile your job search toolkit.
Week Two
Upload your resume on the portal of Search Firms. Many nonprofit organizations work with search firms to place senior talent. Make sure you are connecting directly with them. Many have online portals where you can upload your resume. This is a great way to be included in their database when they are searching for talent to present to clients they are working with.
Let your network know you are actively job seeking. Be sure however that you are being strategic in what your needs are and what you are asking them. Outside of the obvious which is sending you job leads and serving as a professional reference, they can offer direct feedback in areas where you can grow in to make yourself more marketable.
Week Three
Now that you have gathered all of your fundamentals, you are ready to streamline your outreach efforts. Be intentional in how many jobs you will apply to each week and track your progress along the way.
My Metrics
While the goal is to secure a senior fundraiser role, you want to quantify your efforts in a similar way. This will help you to create accountability for yourself and keep your head in the game. Below are examples of some metrics I have used to incorporate into my own efforts. I track everything in a spreadsheet I created that serves as my moves management tool.
Determine # of jobs I will apply to per day/week
Determine # of search firms I am actively engaged with.
Track # of responses for the first round of interviews/2nd round, etc.
Track # of times you advance as a finalist (Note: If you advance as a finalist and don’t receive an offer, ask about feedback. This will be helpful to incorporate in future opportunities.)
As a fundraiser, you are likely familiar with receiving lots of no’s from funders you are trying to engage. Just as you do in your professional work, it’s important to separate these no’s from your self worth and personal greatness. My final tip especially during this time, is be sure you lean in on your circle who can fuel your spirit during moments when you are feeling deflated. They will ground you in your identity and worth. As the people who know you best, you should totally believe them.
About Janine Quijije
Janine is an accomplished fundraising executive with an excellent track record in designing and implementing effective development strategies. Through her passionate spirit and warm demeanor, Janine has fostered meaningful relationships with her donors, staff, and other key stakeholders.
She is a natural leader known for her poise, strategic mindset, collaborative spirit and commitment to equity in all of its forms.
Janine has worked in nonprofits since 2004 and has held development roles in health and youth serving organizations, including: “I Have A Dream Foundation”; Mouse; Be The Match; the Child Mind Institute; Harlem RBI; and the Montel Williams MS Foundation.
When she is not busy raising funds for causes she cares about, Janine is binge-listening to podcasts and fangirling over In The Thick co-host, and Latina journalist, Maria Hinojosa.